Senior Manager, GTM Strategy and Planning

Your work days are brighter here.

We’re obsessed with making hard work pay off, for our people, our customers, and the world around us. As a Fortune 500 company and a leading AI platform for managing people, money, and agents, we’re shaping the future of work so teams can reach their potential and focus on what matters most. The minute you join, you’ll feel it. Not just in the products we build, but in how we show up for each other. Our culture is rooted in integrity, empathy, and shared enthusiasm. We’re in this together, tackling big challenges with bold ideas and genuine care. We look for curious minds and courageous collaborators who bring sun-drenched optimism and drive. Whether you're building smarter solutions, supporting customers, or creating a space where everyone belongs, you’ll do meaningful work with Workmates who’ve got your back. In return, we’ll give you the trust to take risks, the tools to grow, the skills to develop and the support of a company invested in you for the long haul. So, if you want to inspire a brighter work day for everyone, including yourself, you’ve found a match in Workday, and we hope to be a match for you too.

About the Team

The Global Customer Operations (GCO) Strategy and Planning team at Workday is responsible for leading our go-to-market (GTM) strategy development and integrated business planning and performance management across GTM functions. We transform ideas into decisions to accelerate growth, deliver high-priority strategic initiatives, and drive the mid-to-long term evolution of our GTM model.
We drive new GTM concepts from inception to commercialization, address sophisticated business problems, and collaborate cross-functionally with leaders across Workday for strategy design and execution. Increasingly, this includes defining how we bring Agentic offerings to market and how AI capabilities show up in our GTM motions, customer engagement, and partner ecosystem.

About the Role

As the Senior Manager, GTM Strategy and Planning at Workday, you will play a critical role in shaping and executing our GTM strategy. You will work cross-functionally across all levels of the organization, support design and execution of high-impact strategic initiatives, and ensure accountability for results across the organization.

This is a highly visible role that requires high intellectual curiosity, strategic thinking, an agile mindset, and exceptional problem-solving and communication skills. You will be expected to combine deep GTM expertise with a practical understanding of AI and data to design, test, and scale next-generation GTM models.

Responsibilities (This is an Individual Contributor role)

• Lead GTM strategy design for growth initiatives in new offerings, business models, and ecosystem plays, including how we position, package, price, and sell AI capabilities across segments and regions
• Architect the mid-to-long-term evolution of our GTM model through optimization of structure, segmentation, coverage models, and routes to market
• Design and operationalize AI-driven GTM motions (for example, intelligent account prioritization, next-best-action plays, guided selling, and persona-based outreach) in close partnership with Sales, RevOps, Marketing, and Product
• Establish KPIs and diagnostic frameworks that measure impact, adoption, and ROI of strategic initiatives and GTM plays. Track progress, ensure transparency, and drive accountability for business outcomes
• Build and maintain robust data models, scenario analyses, and experimentation frameworks to evaluate GTM hypotheses (e.g., pilots, A/B tests), including the use of AI/ML models and LLM-based workflows where appropriate
• Craft compelling, data-backed narratives and executive-level presentations that translate complex analytics and insights into clear strategic choices and recommendations
• Assess market and competitive landscape, performing insightful internal and external research, benchmarking, and analysis to inform GTM strategy
• Partner with cross-functional teams across GTM (Sales, Solution Consulting, Partners, Value Management, RevOps, Marketing, CX), Product, Corporate Strategy, Business Ops, and Finance to co-design and execute strategic initiatives, from concept through pilot to global scale.

About You

Basic Qualifications (Required)

• 8+ years of experience in Enterprise SaaS GTM strategy, and/or experience in top-tier management consulting focused on Sales/GTM engagements with technology companies

• 5+ years of proven record of taking a GTM strategy from design → pilot → global scale, including experience structuring exper